Commercial Excellence The idiom “connecting the dots” describes one’s ability to understand the relationship between different ideas, experiences, and trends....
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Commercial Excellence
Executing a Key Account Management Strategy
Life sciences companies can no longer rely on the “one-to-one” or “sales representative to physician” model to drive...
Commercial Excellence
Field-Based Monitoring: Mitigating Risk, Maximizing Success
Field-based monitoring is generally used by compliance departments to verify and ensure field behavior and activities are compliant...
Commercial Excellence
Executing a Key Account Management Strategy: The Transformative Role of Learning and...
Life Sciences companies can no longer rely on the one-to-one sales representative to physician model to drive growth....
Strategic Change
Change Management, A Strategic Implementation Approach: The 5C’s of Transition Leadership®
Change is the new constant Leaders from all types of organizations recognize the importance of being change-agile. This...
Commercial Excellence
The Changing Pharmaceutical Sales Landscape: Recommendations for Achieving Compliance and Sales Excellence
Pharmaceutical sales force leaders currently face a variety of challenges There is ongoing competition from other companies, increased...
Human Capital Optimization
Leader-Led Learning: Developing Capabilities
Although leadership development has been cited as the most urgent human capital need, many organizations face decreasing budgets...
Commercial Excellence
Best Practices for Developing Business Acumen & Planning Skills in Field Organizations
Best-in-class pharmaceutical companies realize that the dedication of time and resources to developing business acumen is critical to...
Commercial Excellence
Boosting Sales Effectiveness with Better Field Collaboration
In response to the rapidly changing healthcare marketplace, pharmaceutical companies are reevaluating how to utilize their field forces.
Strategic Change
Driving Cultural Transformation During Large-Scale Change
Large-scale change efforts have a greater likelihood of success if the organizational culture, including individual values and beliefs,...
Strategic Change
Mitigating Compliance Risks Across the Sales Execution Cycle
Companies need to identify and mitigate risks across the full range of sales’ job functions, not just when...
Commercial Excellence
What the Buzz is About: As companies demand more from their reps,...
The healthcare industry is undergoing rapid transformations due to declining government and payer reimbursement, consolidation, and federal healthcare...